Director, C&I GTM Strategy ServiceNow

About the Role

ServiceNows Global Consulting & Implementation (C&I) organization is at the center of one of the most consequential transformations in enterprise software moving from transactional partner relationships to deep co-innovation and co-creation with the worlds leading systems integrators hyperscalers and frontier AI companies.

We are looking for a Director of C&I GTM Strategy to help architect and accelerate that transformation. This is a high-visibility high-impact role that sits at the intersection of partner strategy revenue growth and business model evolution. You will be a key partner to the C&I GVP and leadership team working across C&I partners to build the GTM engine that drives new logo growth co-innovation at scale and partner-led pipeline.

This role is for a builder someone who can think strategically operate with rigor and influence across a matrixed organization without formal authority.

What You Will Do

Co-Innovation and Business Model Evolution

• Partner with Global Partner Leaders and C&I leadership to design and operationalize co-innovation frameworks moving from ideation to joint solution development to geo-scale
• Develop and evolve partner business models: revenue share royalty structures consumption-based metering for Built-On and embedded solutions and field incentive design
• Build the measurement framework for co-innovation defining what success looks like and how we track it

New Logo and Breadth GTM

• Design and execute a breadth channel model that activates partner sellers at scale territory mapping deal registration early attach programs and sourcing incentives
• Develop repeatable play packages that partner sellers can run independently across industry verticals and geos
• Partner with hyperscaler teams (AWS Azure GCP) to leverage co-sell motions and marketplace as a new logo engine

Partner GTM Strategy

• Build and maintain C&I GTM strategic plans clear pathways to revenue targets across sourced pipeline sell-through and impacted metrics
• Drive strategy and execution excellence across the C&I portfolio
• Develop competitive intelligence around GSI delivery models and sharpen ServiceNows differentiation accordingly

Agentic AI and Frontier AI Positioning

• Work with C&I partners to position ServiceNows agentic AI capabilities as the co-innovation growth engine
• Develop partner-specific narratives around AI platform Autonomous IT and Built-On that translate to pipeline and new logo motion
• Track and respond to the evolving competitive landscape including partner acquisitions and their implications for the ecosystem

Operating Model and Insight

• Partner with Biz Ops to build insight-led analytics moving from data delivery to strategic analysis that informs business model decisions
• Lead QPR and account review preparation ensuring every partner review surfaces the why the so what and the action
• Drive forecasting alignment across geos and global to improve linearity and close process

Qualifications :

What You Bring

• 15 years in partner strategy business development GTM or management consulting ideally with direct experience working with or inside GSIs or large SIs
• Exceptional emotional intelligence and executive maturity this is a behind-the-scenes role that puts the business first. Success here is measured by the outcomes you enable in others not personal visibility. You influence through trust credibility and relationships never authority. You read the room build bridges across competing priorities and make the people around you more effective. High EQ is non-negotiable.
• Exceptional ability to influence without authority across a matrixed global organization
• Proven ability to design and operationalize partner GTM models at scale breadth activation co-sell motions and partner economic design
• Deep understanding of enterprise software go-to-market sourced pipeline sell-through impacted revenue and the levers that move each
• Experience working with AI platforms agentic AI or cloud/hyperscaler ecosystems and translating that into partner strategy and field motion
• Strong analytical mindset able to move from data to insight to action and build the frameworks that make that repeatable
• Executive presence comfortable in the room with GSI C-suite ServiceNow GEO leaders and internal SVP/EVP stakeholders

Additional Information :

Work Personas

We approach our distributed world of work with flexibility and trust. Work personas (flexible remote or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here. To determine eligibility for a work persona ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.

Equal Opportunity Employer

ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race color creed religion sex sexual orientation national origin or nationality ancestry age disability gender identity or expression marital status veteran status or any other category protected by addition all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements. 

Accommodations

We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process or are unable to use this online application and need an alternative method to apply please contact for assistance. 

Export Control Regulations

For positions requiring access to controlled technology subject to export control regulations including the U.S. Export Administration Regulations (EAR) ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities. 

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Remote Work :

Yes

Employment Type :

Full-time